Product Specialist Director

This is an exciting opportunity to join Luminance, a leading AI platform for contract intelligence. Luminance helps organisations understand and get more value from their contracts across the entire lifecycle, from drafting and negotiation through to post-signature management. By bringing together AI, automation and contract data, Luminance enables legal, procurement, finance, HR and business teams to work more efficiently, identify risk and make better decisions.

As Luminance continues to expand rapidly across the US, we are looking for an experienced Product Specialist Director to lead and develop our growing Product Specialist team in New York.

Product Specialists sit at the intersection of Luminance’s technology, customers and commercial teams. They work closely with prospective customers to understand complex business challenges, demonstrate how Luminance can address them and lead Proof of Value (POV) trials using customers’ own documents and use cases.

As Product Specialist Director, you will lead a team responsible for delivering high-quality product engagements across the US. Alongside managing and developing the team, you will remain hands-on in important and complex opportunities, working closely with Sales to ensure prospective customers see clear value from Luminance.

Responsibilities

• Lead, coach and develop a high-performing team of Product Specialists in New York.
• Oversee the quality and delivery of POVs and product engagements across the team.
• Support the team in understanding customer requirements and translating them into clear product use cases and demonstrations.
• Take an active role in high-value or complex opportunities where senior involvement is needed.
• Partner closely with Sales leadership and Account Executives throughout the sales cycle.
• Maintain high standards across product knowledge, demonstrations, POV execution and customer engagement.
• Deliver regular training and coaching as Luminance’s technology and customer use cases evolve.
• Monitor team performance and capacity, allocating resources effectively across opportunities.
• Work closely with Product and R&D to communicate customer feedback, emerging requirements and market trends.
• Collaborate with Customer Success, Support, Operations and other teams to ensure a consistent customer experience.
• Identify opportunities to improve and scale Product Specialist processes and ways of working.

Requirements

• 7+ years experience in a customer-facing role within enterprise software, SaaS, AI, legal technology, professional services or a related environment.
• Proven experience managing and developing customer-facing teams.
• Strong commercial awareness and experience working alongside Sales teams on complex enterprise opportunities.
• Excellent presentation and communication skills, with the ability to explain sophisticated technology clearly to technical and non-technical audiences.
• Strong analytical and problem-solving skills, with the ability to understand complex customer requirements and identify compelling solutions.
• Confidence working with senior and executive stakeholders.
• Highly organised, with the ability to manage multiple priorities and customer engagements in a fast-paced environment.
• A collaborative approach and the ability to work effectively across Sales, Product, Customer Success and technical teams.
• A strong interest in AI and its application to contract and business processes.
• Experience within legal technology, legal services or working with legal, procurement or contracting teams is advantageous but not essential.
• Willingness to travel where required for customer engagements and events.

Compensation/OTE - $150k.

Benefits

• New York office location and opportunity for international business travel.
• 20 days of paid time off per annum.
• 401k with 4% matching contribution: Invest in your future from the start.
• Health Insurance Benefit Scheme:
• Choice of PPO or HDHP plan available. 100% of individual premiums covered by Luminance for both plans, and 75% coverage of premiums for dependents.
• Enhanced maternity and paternity policies: To support working parents.
• Learning and development budget per employee to empower our team members to elevate their potential.
• Paid sabbatical opportunities.
• Enhanced maternity and paternity policies – to support working parents.
• Annual learning and development budget of $2750 per employee to empower our team members to elevate their potential.